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Three Ways to Build Your Brand as a Leader

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Next week I’m hosting a conference in Boston called Rev it Up – Sales Leader Summit. Our opening keynote will be best-selling author Dorie Clark speaking about building your brand as a sales leader. Dorie’s most recent book is called Stand Out – How to Find Your Breakthrough Idea and Build a Following Around It. sales leadership build your brand

In Sales Push Your Comfort Zone

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Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work, even if they are uncomfortable at the time.”. Doing big things – in your sales career or in sales leadership - requires you to find something within you that you may not know you have. You must really push yourself to success. B2B sales leadership sales strategy

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Jill Konrath New Book – More Sales Less Time

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B2B holiday gifts for clients sales strategy

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3 Things I Learned at CEB Sales and Marketing Summit

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I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was thinking that it might be a very academic marketing focused crowd even though “sales” is in the name of the event. B2B sales strategy

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

4 Ways to Reduce Seller Burden and Grow Sales

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At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller success. B2B sales strategy

SaaS Sales Reps Are Bad At Explaining

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When you are in professional, B2B sales and go to a lot of business conferences you see a lot of trade show booths and marketing tables. These tables and booths typically have large monitors or big screen displays with whatever SaaS sales tool that booth is promoting. Sales Skills B2B

Should Women in B2B Sales Sound Overly-Friendly to Succeed

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Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions. I’ve changed some of the Q&A a bit, but wanted to share the main points of the conversation around how successful women need to “be” in order to be a successful BDR, AE, SDR, or other sales position.

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The Deal Stalled for Months Now They Say No

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It’s frustrating being a newer sales rep and falling for what I call the “buddy effect”. It’s even worse when you are a veteran seller and this happens to you. It happened to me more than once, until I learned how to qualify. Here is an example of what the buddy effect is –. Sales Skills B2B sales strategy

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

The Competencies You Need to Lead Your Sales Team

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To be a real sales leader – not just a manager - you must be willing to look inward. Self-awareness is understanding everything about everything that makes you, well, you. LifeHacker wrote a great piece about self-awareness and how to be more self-aware. B2B sales leadership

3 Top Sales Tips That Will Help Keep Your Sales Focus

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Paying attention to growing sales and revenues is a challenge for many sales reps and leaders. It takes amazing, ongoing focus on the activities that lead to new revenues in order to grow business and ultimately succeed as a professional seller. Here are three ideas you can implement. Sales Tips B2B

Why Front Line Sales Managers Need to Coach Their Reps More

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The short answer if you are in a hurry to read this is: B2B sales leadership

The Best Thing Gary Vee Has Ever Said

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The night before the 2016 Presidential election, Gary Vaynerchuk, business mogul, investor, author, and top keynote speaker gave a keynote at INBOUND. It was a coincidence that INBOUND, a large annual marketing conference - started on election day this year. By the time the keynote began at 6PM, voting had been going on all day. The stress level was high – so many people "knowing" their candidate would win and getting ready for a celebration later. Tensions were high. Innovation & Inspiration Sales Skills B2B

We Lead with Sales Leadership

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The year 2002 seems like such a long time ago, yet with memories etched in my brain forever it seems like yesterday. In 2001 we were all rocked by 9/11 – a horrific time in Boston that I’ll never forget. month and a half later, I left my corporate job as Director of Education for a SaaS company and did contract work until launching Score More Sales in early 2002. B2B sales leadership

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

The Best Way to Get a Prospect to Reply to Your Email

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People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go? The accounts and prospects get distributed too. Sales Tips B2B sales strategy

Baseball Loss and Sales Rejection

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Top sports teams know a secret that we can all use in business and especially sales. You don’t always win. Sometimes you lose. If you don’t dwell on the loss you can win again tomorrow. I was thinking about this again recently when I heard that the Red Sox had lost 21-2 to the Angels at Fenway Park. Sales Skills B2B

Sales Leaders Love Your Sales Reps

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I immediately liked what I heard when John “JT” Turner, Senior VP, Sales, Trinet spoke. It was an Enterprise Sales Meetup in New York and the “fireside chat” format enabled John to discuss his views on selling. B2B Inspiration B2B Sales

Sell More with Client Conversations

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It is always good to see great sales skills in action. While in the Concierge Level Lounge of a Marriott hotel recently, I saw a woman from the Marriott walking around and striking up conversations with guests. She was polite and friendly, getting everyone she approached to interact with her. Sales Tips B2B

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

Salespeople are AWESOME

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Yes, professional sellers, salespeople are awesome and amazing in many cases. Sales professionals are what make the business world go around. Have you ever heard the following statement: Nothing happens until somebody sells something. Many people have great ideas, but they cannot execute in a way that generates revenues to support the venture. They close. this slide deck is a doozy. ” .

Top Sales Lessons from #Rainmaker16

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What an amazing two days in Atlanta for Rainmaker16. This was the big event for those working in B2B sales development roles – the sales reps and sales leaders making initial contact with buyers – inbound and outbound. Sales Tips B2B

Alone We Are One Drop Together We Are An Ocean

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There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership. Recently 41 of what some would say are my “competitors” and I got together in Boston for three amazing sales events. B2B sales strategy

Gary Vee Suggested You Do This One Thing to Build Customer Relationships

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Sales Tips B2B B2B Sales

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Sales Reps Succeed When Leaders Lead

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If you are a typical sales team you have a top percentage of sellers who will do great things no matter what is going on in the organization and with leadership. But after that small percentage, everyone else is affected by the structure and consistency of sales leadership. B2B sales leadership

Sales Prospecting in Beast Mode

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As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. Want to make the most of your days through the end of the year? Just think Beast Mode. Former Seattle Seahawk Steve Raible gives a fantastic play-by-play account here. It is worth the listen. But when he played, he gave it all he’s got. Increase Opportunities.

Woman Shaves Head for Client Fundraiser

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Yes, it’s true. On Monday, March 3, I will be shaving my head for cancer research. Salespeople love a great sales pitch. Granite CEO Rob Hale will be the first in line with 280+  employees to have his head shaved. With everyone involved, it should raise close to $1M in the coming days. It’s one of the reasons I love working with them. How could I resist? Now I Need Your Help with Hats.

4 Ways To Grow Revenue with Win Loss Analysis

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I spoke with Ken Allred , CEO of Primary Intelligence , about Win Loss programs and how they help Sales teams win more deals. Below is an excerpt from our discussion. B2B sales strategy

5 Ingredients To Win In Sales

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To win in sales you, and your company, need a recipe for success. The ingredients to win in sales must be pure and of high quality to create a great, high-end, finished product. Here is what we believe it takes to compete with a strong solid sales team that closes the right deals with great sales velocity. Keep it Simple – the very best repeatable recipes are the ones that are simple to make.

What It Means To Be Social In Sales and Business

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Social is a state of mind, not a platform. Social is a way of doing business, not a trend to jump on the bandwagon with. Social is how we did business years ago. My grandmother was a larger-than-life social figure in the geographic community she lived in. She was my role model. We called her Mimi, and I’ve written about her over the years because she was such a big influence on me in business.

3 Ways to Grow Sales in 2015

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It is a new year and a fresh start for many in the B2B sales world. Having had a monthly or a quarterly sales quota over the course of 15 years or so, I know that good feeling of have a blank slate – but it also can be a tough feeling to start back at zero. If you are working on a calendar year, than January 5 th is a fresh start. Doesn’t it feel good to get a fresh start? Is this your situation?

Is Cognitive Distortion Keeping You from Succeeding in Sales?

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It might be nice to put a fancy label around why your Q1 sales did not top the charts as you had planned, and it is true that an affliction called Cognitive Distortions may be partially to blame. But before I give you some wording for what you’ll tell your boss at your next pipeline review, know that this is just ONE aspect of your ability to succeed in professional selling.

12 Sales Time Hacks so You Can Sell More

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Want to know some of the top time hacks that sales reps can use to get more done? recently did a webinar on being more productive in sales with Velocify. The recording , geared toward sales leaders but helpful for anyone in selling will give you even more ideas than what I’m listing here. Below are 12 of the top time hacks you can put in place to grow sales. learned from the best. How did you do?

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4 Steps to Score More Referrals

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Do you have a specific plan among your sales team for referral business? This means that the idea of setting the stage for referral business and in asking for referrals is incorporated into your sales process. For most companies, referrals are done by the very few sellers who understand their great value. Sales Tips B2B sales process

Understand The Power of Social Sales

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Midmarket companies and larger SMBs seem to fall into three camps: the ones who understand the power of social sales and actively work to build a plan of action, the ones who are coming around to this idea but not doing much yet, and those who are turning a blind eye and are missing a great window of opportunity. The search engine changed everything, and so has the company. Increase Opportunities.

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How Salespeople Goof Up on LinkedIn Part 1

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www.tomfishburne.com used with permission. Sometimes I accept a connect request on LinkedIn with people I don’t know but others in my network do. When this request happens, I look to see who has connected, then I go to view this person’s profile to see if it is someone I may be able to refer or if they just seem interesting enough to connect with. Anyone Else. Think About It.

What is Wrong with the Telephone in Sales

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It started innocently enough when I replied to my industry colleague and social selling advocate Jill Rowley via Twitter to something she asked me. said, “let’s talk – by telephone” She responded by saying, What’s wrong with Skype or a Google Hangout? . Three years later, the phone is still in use in every company in North America with the exception of only a few.

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Stay Motivated in Sales Through Year End

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The classic question and answer in sales I remember about this time each year is: Q: What happens between Thanksgiving and New Year’s? A: Not much. Innovation & Inspiration B2B sales strategy

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